It may come as a shocking surprise to you but a big majority of sales reps consider prospecting to be one of the most challenging aspects of the sales process. Now comes the big hurdle. Without prospecting, the sales pipeline cannot be filled with enough sales opportunities and this could very soon translate to lesser chances of closing deals. So, what can be done?
To excel in prospecting, you need a powerful communication channel like LinkedIn to identify prospects and engage with them on the platform.
Let us explore some tips on how to prospect like a pro on LinkedIn.
Know your ideal customer profile and their concerns
The first and foremost thing to do is to clearly and completely understand your ideal customer profile and their primary & secondary concerns. Moreover, it's important for sales reps to identify their target vertical and organization type, the job titles of people they should approach, and the concerns & pain points these people and organizations care for.
Leverage digital footprint to identify triggers
There is no denying the fact that not every person or organization that matches your ideal customer profile would have the same problem or experiencing the same problem that your product or solution solves.
Therefore, you need to identify triggers that somehow suggest that your potential customers may be interested in having a word or two with you. This is where LinkedIn steps in and helps you track the digital footprint of your prospects by discovering influence content (find someone who attracts the customers you want to talk to) and analyze their social engagement.
Nurture an outreach sequence
To get started in the right direction, it's important that you build your outreach sequence's skeleton. For this, you can send connection requests with personalized notes and treat your outreach messages as landing pages (it must a problem statement, solution, social proof or testimonial, and an FAQ). You have to make sure your messages should not be obsessive and boring and must show you as a business consultant or person and not a salesperson.
Navigate the conversation
Once you've received a reply from a prospect, you should send a reciprocity resource such as a whitepaper, webinar, or template. The point is to navigate the conversation and encourage them to share their pain points after you have given them enough time to explore the reciprocity resource.
Practice a prospecting routine
You need to make consistent efforts to create and nurture a stable sales pipeine with prospecting. For this, you need to set prospecting targets, create and follow a time block in your calendar, and practice prospecting every day without fail.
Find out how your organization can transform its business relationships into revenue. Call our Microsoft Dynamics 365 CRM experts at C.I.G Consultants now.